exam 3 questions (Ch. 8, 9, 11, 12)
Which of the following statements about persuasion is correct?
) People who are perceived as honest are more persuasive.
All of the following are causes for groupthink EXCEPT ____________.
) openness to differing opinions
People who exert less effort on a task when working in a group than they do when working individually are engaging in ___________.
) social loafing
A person who is very low in self worth is less likely to be affected by the ______
...
According to the text, the development of multiple self-concepts based on multiple social roles:
...
In Milgram's original obedience experiment, how many of the participants remained obedient to the very end of the experiment, administering the full 450 volts to the learner?
...
Nadia believes that cocaine is harmful to her health, so she stopped using it. Nadia used which of the following ways to reduce cognitive dissonance?
...
As discussed in the text, the sociologist Phil Kunz once performed a study in which he sent 578 Christmas cards to a sample of complete strangers living in Chicago, Illinois. What happened?
20 percent sent to him
In which size group will conformity be highest?
25
Given the information collected from databases concerning U.S. political attitudes, which of the following groups would appear to be MOST resistant to attitude change?
35- to 59-year-olds
In his classic research on obedience to authority, Milgram found that roughly ____ of participants eventually "went all the way" and administered the highest levels of shocks.
65%
In his classic research on obedience to authority, Milgram found that roughly ____ of participants eventually "went all the way" and administered the highest levels of shocks. Interestingly, a group of psychiatrists surveyed prior to the study estimated that ____ would do so.
65%; less than 1%
Consider the age range of adults 60 to 80 years old. According to a study, attitudes changed most in the adults who were ____ years old.
75 to 80
Suppose that Anya lives near Duane, and tends to run into him a lot. And suppose that she lives farther away from Leroy, and runs into him less often. Research suggests that ____.
Anya is more likely to become friends with Duane, AND more likely to become enemies with Duane.
Which of the following is NOT an example of someone relying on a peripheral cue?
Anya is trying to decide what movie to go to tonight. "There are so many movies out there!" she thinks to herself. She decides to meticulously read through all available reviews, and then make a decision about what to see.
What does the research suggest about the influence of physical attractiveness? Does it have an impact on small things (e.g., whether to assist strangers who ask favors)? What about things that are relatively important to people (e.g., which politician they vote for)?
Attractiveness seems to have an impact both on small things and on things that are relatively important to people.
Which of the following is the best example of the behavioral component of an attitude?
Betty writes a letter to her senator asking for support of a law making corporations responsible for the pollution they cause.
According to social psychological research, which of the following adages is truer, "opposites attract" or "birds of a feather flock together"?
Birds of a feather flock together
Lyndsay likes Matt a lot. Matt thinking Lindsay is okay, but does not like her as much as she likes him. What is Matt most likely feel with regard to Lyndsay after a while?
Burdened
The earliest studies in social psychology on persuasion were conducted by ____.
Carl Hovland
Based on the Social Side of Sex feature in your text, which of the following research methods has NOT been used to study the reasons why someone is rated as "beautiful"?
Case studies of beautiful women
What does the research suggest about the role of distraction in persuasion?
Distracting your audience decreases persuasion when you have a strong argument, but increases persuasion when you have a weak argument.
On average, which of the following groups of men is likely to have the highest testosterone levels?
Divorced men (now single)
Social psychologists use the term ____ to refer to beliefs and behaviors that a group of people accept as normal
Group norms
Suppose that Daniel has just begun his freshman year at college. Which of his actions best exemplifies the need to belong?
He goes out to a lot of parties and social functions so that he can meet new friends, and perhaps meet a girlfriend.
Wolfgang is engaging in an act of ingratiation. What does this mean exactly?
He is trying to get someone to like him.
Among men, which of the following is least associated with high levels of testosterone?
High incidence of depression
Suppose that Michelle has just gone out on a first date with a classmate, Ivan, and is deciding whether to go out on a second date. Which of the following is the best predictor of her decision?
How physically attractive she thinks Ivan is
When people say, "You hurt my feelings," what do they usually mean?
I don't think you care about our relationship."
Which of the following statements about speed of speech and persuasion is most accurate?
In general, fast talkers are more persuasive.
52. What is a difference between obedience and conformity?
In obedience there is a difference in status between the one who obeys and the one who makes the request.
What does research suggest about the practice of "stealing thunder" (i.e., the practice of revealing potentially incriminating information early on in an argument, before one is forced to do so and before one's opponent has an opportunity to be the one to reveal it, so as to negate its [potentially damaging] impact)?
It is generally very effective.
Petra finds out that her classmate, Julie, thinks that she is really cool. This makes Petra like Julie more than she did before. What does research suggest about this kind of "reciprocity of liking?"
It is widespread when it comes to acquaintanceships and friendships, but does not always hold true for romantic relationships.
Who is most likely to be trusted?
Jason who believes in God
Jeff strongly believes that endangered species should be protected. After conducting a job search he is offered a job with a company that intends to develop a parcel of land, destroying one of the few remaining habitats of an endangered species of earthworm. Which of the following circumstances would make it more likely that Jeff would behave in accordance with his attitude and refuse the job offer?
Jeff knows a great deal about the endangered earthworm species.
Joe is a freshman at Princeton University. All else being equal, who will be most persuasive to him based on principles of source likeability?
Jordan, a freshman at Princeton University
Which couple is most likely to survive an isolated incident of sexual infidelity in which one partner cheats but the other partner remains faithful?
Linda and Richard, who are good at seeing other people's points of view
Psychologists who study persuasion use the term "receptivity" to refer to whether a person ____.
"gets" a given message (whether the person pays attention to it and understands it)
What do the text authors say about the kind of willingness to obey authority that Milgram witnessed in his research?
People usually are quite obedient to authority, but most of the time this obedience has prosocial consequences; the situation that Milgram created in his research is very unique.
Which of the following groups of people is most likely to be simultaneously receptive to persuasive messages, but unlikely to yield to them?
People who are moderately high in intelligence and high in self-esteem
Quentin has certain friends that he plays soccer with, certain friends that he hangs out with on the weekends, and certain friends that he invites over to his house. His brother Billy, on the other hand, just has one set of friends with which he does everything. It is most likely that ____.
Quentin is higher in self-monitoring than Billy
According to research on online dating services, which profile will Sarah find most attractive?
Quentin, who is 5 feet 8 inches tall and makes $170,000
According to research on the elements of belongingness, which element is most lacking in commuter marriages?
Regular social contact
Given what your text says about the elements of belongingness, which element is a prostitute most lacking?
Relationships characterized by mutual concern
Brenda has never forgiven Brad for having an affair he had a few years ago. Even though she has agreed to stay in the marriage, every time they have a new problem, what is Brenda likely to do (based on research cited in your text)?
Remember the infidelity and bring it back up in the context of the new problem.
Suppose that Roger is married and that he and his wife have just had a child. Jose is also married, but has no children. Their friend William is recently divorced. If these men are representative of other men in their same situations, then ____.
Roger probably has the lowest testosterone levels
Which dyad is most likely to experience mutual cooperation in a prisoner's dilemma game?
Russ and Clare, who can see and hear each other as they play the game
Based on the text's account of Oskar Schindler, which of the following conclusions would be correct to draw regarding Schindler's heroic altruism toward the Jews?
Schindler was not necessarily a saint in other aspects of his life, but was extraordinarily driven to help the Jews; unlike other Nazis, he saw them as fellow humans and had an enormous empathy for their plight.
The process of comparing ourselves with others to identify our unique characteristics and evaluate our abilities is called:
Social comparison
Woman sometimes stay in an abusive relationship.Which of the following is the least likely explanation for this phenomenon?
Some women have a masochistic desire to be beaten
As part of a tenth-grade "Social Living" course, a teacher has a guest speaker come to his classroom to talk about the dangers of drug use. The guest speaker is a former hardcore drug user, who became involved in serious criminal behavior as a result of his use, spent many years in jail, later entered a drug rehabilitation program, and finally cleaned up his act. All things being equal, is the guest speaker likely to be more effective or less effective than the teacher would have been at communicating the dangers of drug use?
Somewhat more effective
The classic studies on obedience to an authority figure were conducted in 1963 by the psychologist ____.
Stanley Milgram
How does the jigsaw classroom operate?
Students are each given a piece of information that must be shared to solve a problem.
A number of people at Emma's company were recently laid off due to the economy. Even though Emma did not lose her job, she nonetheless feels uncomfortable with the situation. She thinks it is unfair that she still has her job while so many other people were laid off. Social psychologists would say that Emma is experiencing a contemporary version of ____.
Survior guilt
During the 1980s, when many gay men contracted HIV and died from AIDS, it was not uncommon for gay men who had been spared the disease to feel guilty about it (thinking that they, too, should have gotten sick if so many of their friends had gotten sick). That is, many gay men experienced ____.
Survior guilt
Suppose that you are on a date with a new person, and you are trying to get this person to be attracted to you. Which of the following actions should you avoid?
Tell your date that you are not sure if you like him or her yet.
In an early study conducted by Stanley Schachter, research participants were asked to discuss the case of supposed juvenile delinquent named Johnny Rocco. Each discussion group consisted of five real participants and three confederates—a "mode" confederate (who adopted the majority viewpoint), a "deviant" confederate (who held extreme views that were different from the majority viewpoint), and a "slider" (who started out extreme, but eventually adopted the majority viewpoint). When participants were asked, at the end of the discussion, to "vote one group member out of the group," who was MOST often voted out?
The "deviant" confederate
Which of the following social influence techniques is based on capturing and disrupting attention?
The disrupt-then-reframe technique
Which of the following is a social influence technique based on reciprocation?
The door-in-the-face technique
Which of the following pairs of social influence techniques are both based on the principle of reciprocation?
The door-in-the-face technique and the that's not all technique
People with relatively symmetric faces and bodies are generally seen as more attractive than others. Which of the following is FALSE regarding this symmetry effect?
The effect is stronger among men rating women than among women rating men.
_____ posits that there are two major routes to persuasion: central and peripheral.
The elaboration likelihood model
Suppose that you had a computer program that could morph images of different faces into composite "average faces." If you began with four faces, combined them in pairs to make two new faces, and then combined them again to make a final, single composite face, which would, on average, be MOST attractive?
The final single composite face
Which of the following is a social influence technique that is based on commitment and consistency?
The foot-in-the-door technique
Which of the following things would make you relatively MORE likely to conform in a group situation?
The group is medium-sized (5-7 people) rather than small (2-3 people).
According to the text, which of the following influence techniques have historically been most used by car salespeople?
The low-ball and bait-and-switch techniques
What makes people most reluctant to live alone?
The need to belong
Research suggests that a number of conditions must be met in order for a person to process a persuasive message using the central route (rather than the peripheral route). Which of the following is one of those conditions?
The person must be motivated to process the message carefully.
How can a person defend against social influence techniques based on reciprocation?
The person should be aware when a "favor" is really a trick, and not feel obligated to repay the so-called favor.
How can a person defend against social influence techniques based on scarcity?
The person should try to calm down.
How can a person defend against social influence techniques based on capturing and disrupting attention?
The person should try to pause and eliminate distractions.
Which of the following social influence techniques is based on capturing and disrupting attention?
The pique technique
Why does unrequited love make someone feel burdened?
The reciprocity norm
Familiarity and repeated exposure can sometimes make bad things worse. What does this idea best illustrate?
The social allergy effect
Which of the following statements is MOST accurate regarding testosterone levels in men?
They usually dip after men reach their early twenties
Stanley Milgram's classic research on obedience to authority was spurred on by - and conducted in the wake of - ____.
WWII and the Holocaust
Which of the following is the most accurate summary of reinforcement theory?
We are more likely to engage in behaviors that have been rewarded in the past than in other behaviors.
Cognitive dissonance occurs when:
We use internal, personal attributions, rather than external, situational attributions, to explain our own behavior
Which of the following is NOT a good example of prosocial behavior?
Wearing a jacket when it is cold
Suppose that you were attending a lecture on global warming. In evaluating the integrity of the lecture, which of the following would least likely be a peripheral cue?
What the statistics cited by the speaker indicate when comparing year-to-year temperatures
In Milgram's classic research on obedience to authority, which of the following things was true
When participants hesitated during the study, an experimenter would repeatedly prompt them to continue
According to research, when will your employees be MOST likely to help one another out and speak well of their jobs?
When they think that the rules at work are fair and respectful
Based on the research presented in the Money Matters feature in your text, which of the following statements about womens' ratings of attractiveness of men is most accurate?
Women prefer taller men, but higher income can make up for lack of height
Can people satisfy the need to belong via membership in a group or organization (e.g., a club or sports team), even if they do not have friendships there?
Yes, some people may find these social connections satisfying even if they do not form close relationships.
Suppose that you are in a ship wreck and numerous people around you are drowning. No one present knows how to swim except for you. According to evolutionary theory, if you only had time to save one person, which of the following people would you save?
Your baby
In the prisons at Guantanamo Bay, American soldiers have used, among other tactics, both sleep deprivation and repeated exposure to annoying music, in an effort to "break" prisoners' resistance and convince them to answer questions. The Americans are apparently operating under the assumption that ____ makes people more yielding.
a reduction of stockpiled resources
. Which of the following is the correct definition of cognitive dissonance?
a state of tension that occurs when a person's behavior does not correspond to the his or her attitude
A series of studies conducted in restaurants indicates that when people dine in groups, they tend to order ____. This finding can be explained by the fact that ____.
a variety of different items—more variety than expected by chance, people don't like to order the same items that others are ordering
Tom's new girlfriend, Elise, has a habit of biting her nails. This did not bother Tom when he first met her, but it is beginning to annoy him more and more with each passing day. Tom is starting to think that this is a sign that Elise might just not be the right person for him. What would a social psychologist say?
a. It is actually normal to be increasingly annoyed by a partner's habits—a phenomenon known as the social allergy effect.
According to the impressionable years hypothesis, ____ are a relatively easy-to-persuade group.
adolescents and young adults
In a classic study conducted by Theodore Newcomb, women who attended Bennington College in Vermont between 1935 and 1939 reported their political attitudes across a period of several years. The women largely came from politically conservative families, but were exposed to extremely liberal points of view during their time at Bennington. Newcomb's major finding was that the women, in general, ____.
adopted liberal beliefs while in college, and maintained these liberal beliefs up to twenty-five years after graduating
Advertisers and marketers use the term ____ to refer to a condition of inattention and irritation that occurs after an audience has encountered a specific ad many times.
advertising wear-out
Advertisers who run the same ads over and over again run the risk of causing their audiences to experience ____.
advertising wear-out
Presenting the same information over and over but in a different format each time helps prevent
advertising wear-out
The social psychological "need to belong" seems to be strong in humans ____.
all of the time.
Research indicates that reciprocity norms are found in ____ human cultures; and that reciprocity norms are found in ____ non-human animals
all; some (but not all)
Two types of situations tend to produce informational influence. They are ____.
ambiguous situations and crisis situations
According to the textbook, the tendency for people to be attracted to others who are similar to them (rather than different from them) is probably ____.
an evolved preference—adaptive for humans and present in other animals as well
Research shows that, among men, high levels of testosterone are associated with risk-taking and competitiveness ____.
and are also associated with a disinclination to marry and care for children
Feeling underbenefited tends to provoke feelings of ____, while feeling overbenefited tends to provoke feelings of ____.
anger and resentment; guilt and depression
According to the textbook, the opposite of prosocial behavior is ____.
antisocial behavior
The text defines prosocial behavior as ____.
any behavior that is good for other people or for society as a whole
Research indicates that people are relatively attracted to others who are familiar to them, as well as to others who have a history of shared experiences. Research also suggests that these effects ____.
are deeply rooted in the human psyche, and have a long evolutionary history
The need to belong drives people to ___.
associate with others, commit to relationships, and stay in relationships
Anything that draws two or more people together is called ____.
attraction
The force that causes people to want to be together and form lasting relationships can best be described as ____.
attraction
The matching hypothesis states that people tend to form relationships with others who are similar to them in terms of ____.
attractiveness
If you look at a pinpoint of light in a dark room, the light appears to move even though it is in fact stationary. This illusion of movement is called the ____ effect.
autokinetic
The main task of the Solomon Asch studies was ____________________.
b) judging line sizes
Social psychology differs from psychology in its focus on ______.
b) the influences of the social world in which we exist
What percent of women wash their hands after using the restroom if they believe no one else is in the restroom?
b. 39%
What has the Pygmalion effect in the classroom demonstrated?
b. A negative belief by a teacher about a student or group of students can significantly lower that student's or group of students' performance in such a way as to become a self-fulfilling prophecy.
Attribution contributes to person perception by:
b. providing an explanation for the cause of a person's behavior.
An apartment manager lists a "luxury penthouse" in the newspaper for an astoundingly low price, even though he has no such units available. The idea is to lure people in, and then try to sell them his relatively mediocre apartments. The manager is apparently using an influence technique known as the ____.
bait-and-switch technique
Suppose that Elvis is opposed to smoking. And suppose that, even though his friends try to persuade him to try cigarettes, he stays true to his beliefs and resists their pressure. Research suggests that, as a result, Elvis is likely to ____.
be even more firm in his anti-smoking beliefs
In Vohs et al.'s (2006) experiments, people who had been primed with a screensaver of dollar bills tended to ____ than people who had a blank screen or a fish screensaver image as a prime
be less likely to help others
The results of social psychological research on negative campaigning in politics have ____.
been mixed
June is a voluptuous woman who is a little on the plump side. She is going on a blind date next week, and wants to make sure the date perceives her as very attractive, particularly with respect to her body size. If she wants her date to rate her as the most attractive, June should make sure the date is ____.
before dinner, when her date is likely to be hungry
If you are concerned that you are getting less than you deserve, then social psychologists would say that you are worried about ____, if you are concerned that you are getting more than you deserve then social psychologists would say that you are worried about ____.
being underbenefited; being overbenefited
People who forgive others tend to have ____.
better physical and mental health than people who hold grudges
Which of the following parts of the brain are related to aggression?
both A and B
Suppose that two political candidates—Candidate A and Candidate B—run a series of negative advertisements about one another. Research suggests that ____.
both candidates are likely to be rated more negatively than they were before
Failure to satisfy the need to belong is associated with ____.
both poor mental health and poor physical health
According to the Money Matters feature in your text, women tend to rate men's attractiveness based on ____.
both waist-to-hip ratio and income, but income was more important
The social influence technique known as the pique technique operates ____.
by capturing and disrupting attention
. Social psychology is the scientific study of how a person's behavior, thoughts, and feelings are influenced by _______.
c) the real, imagined, or implied presence of others
Central route is to peripheral route as ________.
careful is to superficial
In the terminology of the elaboration likelihood model, people relying on conscious, careful processing of information are using the
central
Zenith loves to analyze things, to engage in thoughtful debates, and to solve puzzles and problem sets. Her definition of torture is sitting in front of a TV screen with a blank mind. Zenith seems to have an exceptionally high need for ____.
cognition
Howard explained the low evaluation he received on his job performance review by saying that his boss was a jerk and had it in for him. Howard appears to be:
cognitive dissonace
Which principle(s) best explains why adding "even a penny will help" will increase the success of fundraising requests?
commitment and consistency
Which type of love is defined as having only intimacy and commitment?
companionate
The so-called prisoner's dilemma is a paradigm that is used by social psychologists to study people's tendency to ____.
compete with others versus cooperate with others
Realistic conflict theory suggests that prejudice arises from
competition over scarce resources
The term "sensitivity about being the target of threatening upward comparison" refers to ____.
concern about outperforming others and having others resent you for it
The low-ball technique operates, at least partially, on the principle of ____.
consistency
Research on the impact of fear-inspiring messages in anti-AIDS films is ____.
consistent with other research on fear-inspiring messages on more general topics
Some research has looked at whether or not giving people warnings that someone is about to try to persuade them of something has an impact on the degree to which they are persuaded. Such research has found that people are ____ likely to be persuaded by the argument when they receive a warning beforehand the amount of advance notice they receive ____ this effect.
less, heightens
One-sided messages tend to be more persuasive among ____ than ____.
less-educated people, more-educated people
The more you see someone, the more likely you are to ___ that person
like
We tend to _________ attractive people more than we do less attractive people.
like
he more you see someone, the more likely you are to _______ that person
like
Carlos is a freelance graphic designer. Last month, a client hired him to design a website, at a flat rate of $1000. Carlos met with the client numerous times to sketch out the project, and engaged in a fair amount of background research. Just as he was getting ready to sign a contract for the job, the client mentioned, "Oh, by the way, I also need you to design three catalog covers under your contract." Even though Carlos would never design a website AND three catalog covers for just $1000, he had already invested so much time and energy in this client that he ended up just saying yes to everything. Carlos told his friends that he was "tricked" by the client. Social psychologists would say that he was a victim of ____.
low-ball technique
The term ____ refers to an influence technique based on commitment, wherein the influencer first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs to the person.
low-ball technique
All of the following are Sternberg's components of love EXCEPT
loyalty
Research on physical attractiveness indicates that having symmetrical facial and bodily features is seen as attractive for ____ and being typical-looking (as opposed to unusual-looking) is generally a positive trait for ____.
men and women; men and women
Research on clothing and attractiveness indicates that ____.
men who are dressed expensively are trying to display wealth and status
Communications that are fear-based (e.g., messages about the dangers of smoking) are not always effective. They tend to be most effective when they elicit ____, and least effective when they elicit ____.
moderate levels of fear, low or high levels of fear
When a person is ostracized by a parent or spouse over a long
more devastating than ostracization by strangers for a few minutes
Research on forgiveness in relationships indicates that ____.
more forgiveness ultimately leads to better relationships
Given Asch's line-judging studies on conformity, it appears that people engage in normative conformity ____ when in the presence of larger groups (groups of 3-7 people) as opposed to smaller groups (groups of 2-3 people).
more often
Compared to others, people with a strong need for cognition tend to be ____.
more persuaded by strong arguments but less persuaded by weak arguments
Compared to people with low intelligence, people with moderately high levels of intelligence tend to be _____ when they encounter persuasive messages.
more receptive but less yielding
Compared to people with low self-esteem, people with high self-esteem tend to be ____ when they encounter persuasive messages.
more receptive but less yielding
When people process persuasive messages using the central route (rather than the peripheral route), they expend ____ energy and, if they change their attitudes as a result of the message, are likely to end up with ____ attitude change.
more, stronger
Compared to others, people with a high ____ tend to be more persuaded by strong arguments but less persuaded by weak arguments.
need for cognition
Social psychologists use the term ____ to refer to the tendency to engage in, and enjoy, effortful thinking, analysis, and problem solving.
need for cognition
People sometimes do the exact opposite of what someone is trying to persuade them to do. For example, when parents tell their children not to look in certain drawers or cabinets, children sometimes sneak peeks into these places just because they were told not to. In social psychology, this effect is known as "the boomerang effect," or ____.
negative attitude change
Research has demonstrated that being relatively sociable and having close friends is ____ with developing colds and flu.
negatively correlated
Business deals are often win-win propositions; both parties to the deal can end up benefiting. Social psychologists would describe such deals as ____.
non zero sum game
The prisoner's dilemma is best described as a(n) ____.
non zero sum game
Social psychologists distinguish between two forms of social influence, ____.
normative and informational
Standards that are established by society regarding what types of behavior are typical or expected are known as ____.
norms
The term ____ refers to following orders from an authority figure.
obiendence
Before conducting his classic research on obedience to authority, Milgram conducted a survey in which he asked a number of psychiatrists to predict what percentage of people would "go all the way" and administer the highest levels of shocks. The psychiatrists in his survey predicted that ____ would do so.
only .01% (1 in 1000)
Star and Aisha are at a restaurant, and both of them are thinking about ordering a particular risotto plate. If Star goes ahead and orders the risotto, then Aisha will probably ____.
order her second choice, but be less satisfied with it than she would have been with the risotto
70. Suppose that Paul and Oscar are buying frozen yogurt. Both of them are inclined to order the same flavor—pistachio—but they feel unadventurous about ordering the same flavor. If Oscar goes ahead and orders the pistachio for himself, then it is likely that Paul will ____.
order the vanilla instead, but be less happy with the vanilla than he would have been with the pistachio
Suppose that Paul and Oscar are buying frozen yogurt. Both of them are inclined to order the same flavor—pistachio—but they feel unadventurous about ordering the same flavor. If Oscar goes ahead and orders the pistachio for himself, then it is likely that Paul will ____.
order the vanilla instead, but be less happy with the vanilla than he would have been with the pistachio
In one ancient culture, an entire community could agree to give a person the silent treatment for 10 years based on a certain number of offensive or aggressive actions; no one would speak to or interact with that person. What modern-day term is based on this?
ostracism
Compared to other people, people who are repeatedly ostracized by others over a period of time are relatively likely to report ____.
pain and illness, depression and suicidal thoughts, and eating disorders
According to evolutionary theory, kin selection is most adaptive in terms of ____.
parents helping their children
Suppose that two political candidates—Candidate A and Candidate B—run a series of negative advertisements about one another. Research suggests that ____.
people are less likely to say they will vote
The sleeper effect refers to the finding that, over time, ____.
people tend to forget where (or from whom) they heard a persuasive argument or piece of information
Research on forgiveness in romantic relationships indicates that ____.
people who are relatively forgiving of their partners' transgressions have relatively high relationship satisfaction (regardless of gender)
Social psychologists use the term "convert communicator" to refer to ____.
people who persuade others by arguing against their own previously-held attitudes and behaviors
In the terminology of the elaboration likelihood model, people relying on automatic, nonconscious processing are using the ____ route.
peripheral
The speed at which the source speaks can serve as a(n) ____ cue to persuasion.
peripheral
An attempt to change a person's mind is called ____.
persuasion
84. When men and women are in a room together, men tend to look at ____, and women tend to look at ____.
physically attractive women; physically attractive women as well
Instead of using the standard queries—"Spare any change?" or "Spare a dollar?"—a homeless person asks passerby, "Spare four hundred dollars and thirty-seven cents?" She is apparently making use of the ____ technique of social influence.
pique
Vince is trying to pick up a woman at a bar. Instead of approaching her with a boring "standard line" (e.g., "Can I buy you a drink?"), he tries something new. He asks, "Can I buy you a diamond?" Even though he has no intention of buying the woman a diamond (at least not right away), he hopes that this will capture her attention. Social psychologists would say that Vince is using the ____ social influence technique.
pique
Suppose that you are on a committee, deciding how to allocate budget for the year. And suppose that many people on the committee seem to just be "going along with the crowd" rather than expressing their opinions or concerns. Based on Asch's line-judging research on conformity, if you wanted to encourage more dissent and debate in the group then you should ____.
play "devil's advocate" and disagree with the majority view
Josephine is at the park with her kids. Another child falls off the monkey bars and is unconscious. Josephine doesn't immediately react because she assumes the injured child's mother is nearby and knows what to do. In fact, the child's mother doesn't know any more than Josephine does. Josephine's assumption that the mother will know more than she does is an example of ____.
pluralistic ignorance
The tendency to assume that others know more than you do in a crisis or ambiguous situation, when in reality, no one knows anything, is called ____.
pluralistic ignorance
Social psychologists often make use of a game called the ____ to study people's tendencies to cooperate versus compete
prison dilemina
Mark has been attending a Bible study with friends from his dorm. After several months of attending and debating issues with the others in this group, Mark is persuaded that their understanding of the Bible is the correct one. Mark has most likely experienced ____.
private acceptance
Informational social influence helps to produce ____, while normative social influence may merely elicit ____.
private acceptance, public compliance
Compared to persuasion via the peripheral route, persuasion via the central route ____.
produces stronger and more durable attitude change
Apparently people sometimes like others based on nothing more than familiarity. This is called the ____.
propinquity effect
In a well-known study conducted in the 1950s, social psychologist Leon Festinger and colleagues analyzed the friendship patterns among graduate students living in one of the dormitories at MIT. Festinger et al.'s results were most
propinquity effect
The mere exposure effect is probably an important part of the ____.
propinquity effect
"Out of sight, out of mind" is a cliché that is consistent with the _____________ rule of interpersonal attraction.
proximity
The cliché "familiarity breeds contempt" contradicts which of the rules of interpersonal attraction?
proximity
Negative attitude change (or the boomerang effect) often occurs when people experience ____.
psychological reactance
The negative emotional response of ____ often precedes negative attitude change.
psychological reactance
When people believe that someone is trying to persuade them of something (and thus take away their freedom of choice), they experience a negative emotional response called ____.
psychological reactance
Mark has been attending a Bible study with friends from his dorm. He really likes these people, although he thinks that their interpretation of the Bible is dead wrong. Yet in the Bible studies, he tends to agree with them to avoid conflict because he enjoys their friendship so much. Mark is most likely experiencing ____.
public compliance
Psychologists who study persuasion use the term ____ to refer to whether a person "gets" a given message (i.e., whether a person pays attention and understands it).
receptivity
As discussed in the text, the sociologist Phil Kunz once performed a study in which he sent 578 Christmas cards to a sample of complete strangers living in Chicago, Illinois. He received a total of 117 cards in return, as well as several phone calls—despite the fact that he did not know any of these people. Kunz's findings provide good evidence of ____.
reciporitity
Suppose that two cats take turns grooming one another (cleaning one another's fur). This would be an example of the cats demonstrating ____.
recipority norms
The that's-not-all technique operate based on the principle of ____.
reciprocal concessions and a sense of personal obligation
The political scientist Robert Axelrod once held a computer tournament designed to determine the most successful strategy for approaching the prisoner's dilemma (the strategy that would win out most often on a sustained basis). What he found was that the most successful strategy was loosely based on a pattern of ____.
recriporiity
Most people are reluctant to end or leave a relationship with another person ____.
regardless of whether there is a clear purpose to the relationship and regardless of whether they have disclosed to the other person
Alicia and her friends are singing karaoke. Alicia is an extremely talented singer—much better than her friends. She feels awkward about being so good, however, so she sort of "fakes bad"; she doesn't want her friends to be envious of her singing talent. Social psychologists would say that Alicia is experiencing
sensitivity about being the target of threatening upward comparison
Recall Milgram's classic research on obedience to authority. One interesting finding here was that numerous participants who went ahead and administered shocks at relatively high levels ____.
showed general signs of intense distress while doing so
As defined in the text, social exclusion is the opposite of ____.
social acceptance
Dr. Gregory is liked, respected, and approved of by her colleagues. That is, she has gained her colleagues' ____.
social acceptance
The ____ is an example of familiarity reducing rather than increasing liking
social allergy effect
Tom's new girlfriend has a habit of biting her nails. This did not bother Tom when he first met her, but it is beginning to annoy him more and more with each passing day. This is an example of the ____.
social allergy effect
Kwan really doesn't feel like riding the stationary bicycle today, but he doesn't want the people around him to think he is a slacker. If he decides to continue exercising, what concept might explain his actions?
social facilitation
Marco accepts a request to play the piano at his church's Sunday services even though he is still learning how to play the piano. He plays a well-learned, simple piece. Happily, he performs very well in front of his congregation. Marco's behavior illustrates ________.
social facilitation
During the finals of the National Basketball Association (NBA) LeBron James misses a foul shot to give his team the lead with 10 seconds left in the game. Even though LeBron usually makes those shots during practice, he missed it at a crucial time. Why do you think this might have happened?
social impairment
On the 72nd hole of the U.S. Open golf tournament, Phil Mickelson misses a one-foot putt that would have won the championship. During an interview afterward, he stated, "I've made that putt a thousand times on the practice green. I can't believe that I missed it!" Based on your knowledge of social psychology, which phenomenon may have contributed to the errant putt?
social impairment
An individual who exerts less effort when working on a group task if individual contributions will not be evaluated is engaging in what is called _____.
social loafing
Ricky tried to dye his hair black but left the dye on too long; clumps of his hair fell out completely, leaving weird bald patches on his scalp. The kids at school snickered at him, ignored him, and avoided him at lunchtime for a couple of weeks. After that, though, everyone forgot about it. Thus Ricky was subjected to a short-term bout of ____.
social ostracism
According to the text, the tendency for people to be attracted to others who are similar to them is probably ____; the value that people place on diversity and difference is probably ____.
social rather than cultural, cultural rather than social
The tendency to be persuaded by others who are similar to us, or who are physically attractive, illustrates the importance of ____.
source likeability
According to the text, one good way of defending oneself against persuasive endeavors that are based on the principles of commitment and consistency is to ____.
state your personal beliefs publicly prior to the attempted persuasion
Given the results of Theodore Newcomb's classic research with women at Bennington College, it is reasonable to expect that the political attitudes that most college students hold today will ____.
stay more or less the same throughout adulthood
The term ____ refers to the practice of revealing potentially incriminating information early on in an argument, before one is forced to do so and before one's opponent has an opportunity to be the one to reveal it, so as to negate its (potentially damaging) impact.
stealing thunder
Suppose that, instead of waiting until the prosecution brought it up and attacked him with it, an accused thief admitted to having had a past problem with shoplifting. This would be an example of ____.
stealing thunder from the prosecution
. Which term refers to a set of characteristics believed to be shared by all members of a particular group?
stereotype
The self-fulfilling prophecy is a negative outcome of
stereotype vulnerability
Research indicates that people are less vulnerable to persuasive messages when they are well-rested, in a good mood, and not distracted by other stimuli. That is, people are less prone to be persuaded when they have ____.
stockpiled resources
According to the so-called "what is beautiful is good" effect, people tend to assume that physically attractive people are ____.
superior to others in terms of a wide range of factors—intelligence, popularity, sexual warmth, etc.
Research on physical attractiveness indicates that people with ____ faces tend to be perceived as more attractive than others.
symmetric and typical-looking
Social psychologists distinguish between two major routes to persuasion: central and peripheral. As described in the textbook, these terms are more or less interchangeable with the terms ____.
systematic and heuristic processing, respectively
. Of the following, a ________ would probably not be viewed as a 'compliance professional
teacher
Product placement relies on the same principle ____.
that makes overheard communications so persuasive
People's feelings tend to be hurt the most when they receive a clear sign from another person ____.
that the person does not care as much as they do about the relationship
An infomercial advertises a Swedish pillow for $49.99. The voiceover then announces, "But wait! If you call within the next thirty minutes, you will also receive a Swedish eye mask, valued at over $14.00, along with a pair of Swedish evening candles. And wait, we are now throwing in—for a limited time only—a special booklet of Swedish bedtime stories, all for just $49.99." This infomercial appears to be using the ____.
that's-not-all technique
Another term for "negative attitude change" is ____.
the boomerang effect
Preceding a request to someone with a smaller request to which they are very likely to agree is a good way to get them to say yes to the second, more important request. This strategy is known as ____.
the foot-in-the-door technique
Your cousin asks you to pledge $5.00 for a school charity one year. The next year she asks you to pledge $20.00. And the following year she asks you to pledge $50.00. Even though you would have never agreed to pledge $50.00 the first year, her "gradual buildup approach" is successful. In social psychology, this approach to persuasion is known as ____.
the foot-in-the-door technique
72. Even though most people say that they voted for Barack Obama because of his policies, many people may have voted for him because he is physically attractive. This illustrates ____.
the halo effect
As described in the text, the elaboration likelihood model is almost identical to another model, known as ____.
the heuristic/systematic model
The fact that people experience survivor guilt suggests that ____.
the human psyche has a deep sensitivity to unfairness
The so-called foot-in-the-door technique is MOST related, conceptually speaking, to ____.
the idea of cognitive dissonance
Which of the following is a fairly common attributional bias?
the in-group bias
Social psychologists who study persuasion use the term "source" to refer to ____.
the individual who delivers a message
When persuasion researchers refer to a persuasive message as having "personal relevance" for someone, what they mean is that ____.
the issue will have significant consequences for the person's life
Scapegoats are usually the group of people with _________.
the least power
The fact that dissimilarity in physical attractiveness increases the risk of breaking up illustrates ____.
the matching hypothesis
Suppose that you work for the advertising division of a car company, and that you and your team are reviewing advertisements for a new safety feature. You are deciding between an ad with a low-fear message (which simply mentions the feature without demonstrating it), an ad with a moderate-fear message (which shows how the feature can help drivers avert accidents), and an ad with a high-fear message (which shows a horrific collision resulting from driving in a car without the feature). All else being equal, research on fear-based messaging would suggest that you should air ____.
the moderate-fear ad
The front page of the newspaper has a story about a man wearing a clerical collar who robbed several people in their homes and escaped. That the victims readily allowed this trustworthy-looking man to enter their home shows the potential disadvantages of relying on:
the process of social categorization
The influence technique known as the labeling technique is most related, conceptually speaking, to the idea of ____.
the self-fulfilling prophecy
Which of the following descriptions best defines implicit personality theory?
the set of assumptions people have about people, their actions, and their personality traits
The finding that, over time, people tend to separate messages from their sources—and forget where or from whom they heard certain things—is known as ____.
the sleeper effect
People are more likely to engage in central processing than peripheral processing when ____.
the topic at hand is of personal relevance
In Asch's line-judging studies on conformity, it was found that conformity declined when ____.
there was a "dissenter" in the group who always gave the correct response
In attraction research, the propinquity effect refers to the tendency for people to be relatively attracted to others who ____.
they encounter on a regular basis
According to the text, public health messages that are fear-based (e.g., messages about the dangers of smoking) are not always effective. They most often backfire because ____.
they tend to be too scary, causing people to become defensive
If people are motivated to process a persuasive message, then ____.
they will if they are able to do so
According to social identity theory, individuals view their own group favorably so as to ________.
think of themselves more favorably
Which of the following terms is associated with social cognition?
thinking about others
According to evolutionary theory, people are more likely to help siblings (with whom they share roughly half of their genes) than cousins (with whom they share roughly one-eighth of their genes), and more likely to help cousins than strangers. Research demonstrates that, in reality, ____.
this pattern by and large holds true
The political scientist Robert Axelrod once held a computer tournament designed to determine the most successful prisoner's dilemma strategy (the strategy that would win most often for the longest period of time). That strategy was dubbed ____.
tit for tat
The term "social allergy effect" refers to the tendency ____.
to become increasingly irritated by a partners' habits over time
in the A stron 71. belief g reliability or validity of something is called ____.
trust
Laney is in an experiment. The experiment gives her some money and tells her she can keep it or send any part of it to someone else. If she decides to send money to someone else, the experimenter will triple the amount. Of course, there is no guarantee that you will get anything back. Laney is in an experiment using a ____.
trust game
Research suggests that experts are NOT persuasive unless they are also ____.
trustworthy
Psychologists who study persuasion use the term "yielding" to refer to whether a person ____.
ultimately accepts, or agrees with, a given a message
Jude's dad helped him buy a car when he graduated from college. When Jude's son graduated from college, Jude felt he should help his son in the same way. Social scientists would call this ____.
upstream recriprocity
Your attitudes are most likely to influence specific behaviors when the attitudes are:
very specific
Research suggests that ____ is by nature "loner" who are indifferent to social contact.
virtually no one
Compared to people who are not physically attractive, people who are physically beautiful are assumed to be superior on many traits—including intelligence, sexual warmth, and popularity. This assumption is known as the ____.
what is beautiful is good" effect
Suppose that you meet a friend of a friend named Roger who is strikingly attractive, well-groomed, and well-mannered. And suppose that you immediately assume that Roger "has it together." That is to say, he is smart, talented and successful, and he likely has a great social and romantic life as well. If so, you would be showing evidence of the ____.
what is beautiful is good" effect
When two people play the prisoner's dilemma game against one another, they tend to end up competing ____.
when one or both of the players begin by competing
Conformity to social norms is likely to be highest when ____.
when others are watching you
When social psychologists talk about a persuasive communicator as being "trustworthy," they are referring to ____.
whether the source will honestly tell you what she or he knows
According to the textbook, the outcome of a prisoner's dilemma game (whether people end up cooperating of competing) depends most on how the players initially approach the game and on ____.
whether they communicate with one another during the game
Suppose that you are working with a group of monkeys, and you give some monkeys a small reward (a cucumber) for performing a given task, while you give other monkeys a bigger and better reward (a banana) for performing the exact same task. Research suggests that the monkeys ____ compare their rewards, and that, as a result, ____.
will; those receiving cucumbers will become distressed
Which of the following qualities would make members of a target audience easier to persuade?
younger members
Many people who hold prejudiced attitudes towards ethnic minority groups attempt to justify their prejudices by suggesting that group competition for jobs, housing, healthcare, and other social resources is a(n) ____. For example, they claim: "The more jobs that other groups get, the fewer good jobs there will be left for people from my group."
zero sum game
As part of a tenth-grade "Social Living" course, a teacher has a guest speaker come to his classroom to talk about the dangers of drug use. The guest speaker is a former drug dealer and hardcore drug user, who became involved in crime as a result of his connection to drugs, spent many years in jail, later entered a drug rehabilitation program, and finally cleaned up his act. Social psychologists would refer to this kind of communicator as a(n) ____.
convert communicator
When each person in a group does his or her part, and together they work toward a common goal, the group is said to be ____.
cooperating
The classic Robber's Cave study showed that prejudice can be reduced by ________.
cooperating to meet a mutually beneficial goal
As discussed in the text, prisoners who live in solitary confinement ____.
crave social comfort, do not get used to living alone, and take desperate measures to try to communicate with others.
In the Stanley Milgram obedience experiment, the teachers were given a "sample shock" of _______ volts
d) 45
As you slowly inch your way toward the intersection, you finally see the auto accident that was stalling traffic. As you look at the two drivers standing by their crumpled cars, you think to yourself, "They probably had the accident because they're careless drivers." Your thinking reflects which of the following concepts?
d. The fundamental attribution error
Research has demonstrated that the matching hypothesis holds true for ____.
d. all types of romantic relationships and all types of friendships
The standard of beauty in the United States, as reflected by pageant winners and models, suggests that the ideal body weight has ____.
decreased substantially since 1960
When communication is difficult in a prisoner's dilemma game, cooperation ____.
decreases dramatically
The text describes an experiment in which groups of subjects discuss the punishment appropriate for "Johnny Rocco," a juvenile delinquent. In this experiment, subjects LEAST liked a confederate when he played the role of a person who ____.
disagreed with the group ("deviant")
The ____ technique is a social influence technique in which the influencer interferes with a person's critical thinking by introducing an unexpected element, and then recasts his or her message in a positive light.
disrupt-then-reframe
People are more likely to buy cupcakes when they are described as "halfcakes, priced at a bargain price," as opposed to when they are simply described as "cupcakes." This is an example of people being influenced via the ____.
disrupt-then-reframe technique
Hannah asks Jin to babysit her daughter for five hours each on both Saturday and then Sunday. Once Jin declines, Hannah asks Jin to babysit for four hours on Saturday only and Jin agrees to do it. This example demonstrates the ________ technique
door-in-the-face
Suppose that you are having a garage sale, and have decided to negotiate with buyers rather than display fixed prices. Your technique is to quote an astronomically high price (e.g., $500 for a broken exercise bicycle), and then "bargain" by coming down to a lower, more reasonable price. You hope that the lower price will then appear to be supremely fair. You are apparently using the ____.
door-in-the-face technique
When researchers take a picture of someone, split the image in half, throw out one of the halves at random and fill in that space with the mirror image of the remaining half, this is called ____.
doubling images
Most people find it ____ to form relationships with neighbors, co-workers, and other people. And most people ____ leave or end such relationships.
easy; are somewhat reluctant to
Ostracism refers to being ____.
excluded, rejected, or ignored by others
Rejection sensitivity is a personality trait that involves a(n) ____.
expectation of being rejected by others
Kirby thinks that her professor is tremendously smart and knows a lot. Which element of source credibility is this?
expertise
Research suggests that there are two main things that make a source credible: ____.
expertise and trustworthiness
Attributions are __________________.
explanations that account for one's own behaviors and/or the behaviors of others.
Most married couples are ____.
extremely similar in both demographic characteristics such as education level and traits such as intelligence
One potential problem with fast talking and persuasion is that ____.
fast talkers with strong arguments may not be as effective if speaking to a person who likes to think a lot
A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. What social influence strategy is the furniture store using?
fast-approaching deadline
Jose sometimes feels that he is a "taker" rather than a "giver"—that he is not contributing his fair share at work or in relationships. Research suggests that, as a result, Jose is likely to
feel depressed, feel guilty, and look for opportunities to give back more
Una has done a number of things to annoy her boyfriend recently—she crashed his car, is repeatedly late for dates, and was rude to his mother—and she feels a bit bad. However, Una's boyfriend has forgiven her for each of her offenses. As a result, Una is likely to ____.
feel less guilty and possibly behave better in the future
Advertisers use the term "advertising wear-out" to refer to ads that are ineffective as a result of ____.
having been viewed too many times
According to the textbook authors, social psychologists have long viewed conformity as ____; newer research ____.
having negative consequences; indicates that it is usually prosocial
Brian has about five close friends but not many casual acquaintances. If he is like most people, then ____.
he is probably satisfied
Which part of the brain has been identified as being particularly active when people experience cognitive dissonance?
he left frontal cortex
Compared to men with ____, men with ____ tend to be kinder, gentler, and more affectionate in relationships.
high levels of testosterone; low levels of testosterone
Suppose that Person X and Person Y live close to one another, and run into one another nearly every day. Compared to most people, their chances of becoming friends are ____ and their chances of becoming enemies are ____.
higher; about as high
In a well-known study conducted graduate students living in one of the dormitories at MIT. The researchers found that strongest predictor of friendship was ____.in the 1950s, social psychologist Leon Festinger and colleagues analyzed the friendship patterns among
how close the students lived to one another
When social psychologists talk about a persuasive communicator as having "expertise," they are referring to ____.
how much the source knows
Social psychological research suggests that, when a person goes out on a date, the best predictor of that person's enjoyment of the date is ____.
how physically attractive the date is
Research with humans and monkeys on fairness—and the concepts of being overbenefited versus underbenefited—indicates that ____.
humans worry about both, while monkeys worry primarily about the latter
Which of the following is not one of the three things people do reduce cognitive dissonance?
ignore the conflict
Sets of assumptions that people have about how different types of people personality traits and actions are all related to each other are called____
implicit personality theories
For most people, having a few close friends is ____ and having lots of casual friends is ____.
important; less important
What is the term for the process of developing our first knowledge about another person?
impression formation
The social psychological "need to belong" seems to be present ____.
in almost all humans and non-human animals, all of the time
Research on body shape and standards for beauty indicates that ____.
in general, the hourglass shape is seen as most attractive in both men and women
Research demonstrates that people are more likely to engage in kin selection ____.
in life-or-death situations as opposed to everyday situations
The social group viewed as the one a person identifies with is called a (an) ________.
in-group
Leaving explicit conclusions out of advertisements allows people to draw their own conclusions about the product in question. This practice generally ____.
increases the persuasiveness of the advertisement
The door-in-the-face technique starts with a(n) ____.
inflated request
In one well-known social psychological experiment, research participants were brought into a dark room where an experimenter projected dots of light. These dots of light appeared to move slightly as they were projected—though exactly how far they moved the participants couldn't say. When asked to estimate the distance that the light traveled, participants tended to look to others in the room, and ask them what they thought (not because they wanted to gain others' approval, but because they assumed that others knew more than they did). It would therefore be MOST accurate to say that participants' final estimates were based on ____.
informational influence
Samuela never pays attention in class and never studies, and she tends to fail most of the tests she takes in school. However, she constantly looks for opportunities to cheat during tests she looks at her neighbors' answers and then writes down what she sees, assuming that her neighbors know the test material better than she does. In these cases, Samuela's test answers are based on ____.
informational influence
A number of social psychological studies have made use of the autokinetic effect in order to understand ____.
informational influence and the formation of group norms
Private acceptance of a belief tends to be facilitated by ____ rather than ____.
informational influence, normative influence
Wolfgang is trying to get his new co-worker, Peter, to like him. He compliments Peter's wardrobe, listens attentively to Peter's stories, and routinely take Peter out to lunch. Wolfgang is clearly engaging in ____.
ingratiation
McGuire's work on resisting persuasion is known as ____ theory.
inoculation
Suppose that Walter is undergoing an interview training seminar in which he repeatedly practices coming up with responses to the statement, "You're not qualified." For example, he practices rebutting with, "Actually if you'll take a closer look at my resume..." and "If you'll just give me a chance..." It would appear that Walter's interview training seminar is teaching him how to avoid rejections based on the idea of ____.
inoculation
Which of the following statements concerning social categorization is correct?
it occurs without conscious awareness
Distracting people can be a useful strategy when trying to make a persuasive argument, largely because
it prevents them from thinking of counterarguments.
According to evolutionary theory, it can be adaptive for people to help others who share their genes. This idea is known as ____.
kin selection
During the hurricane and subsequent flooding in New Orleans several years ago, survivors reported that they were much more likely to search for displaced family members than for friends. This finding supports the idea of ____.
kin selection
People who are told that they are "generous souls" are more likely to donate money to charity than people who aren't. Similarly, people who are told that they are "stylish and cutting edge" are more likely to be persuaded to buy new trendy items in a store. Salespeople who capitalize on this technique are using the ____.
labeling technique
The so-called ____ is an influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label.
labeling technique
The group most likely to become a scapegoat is the group
least social influences
Based on Vohs et al.'s (2006) findings, wealthy people are ____.
less likely to ask for help when they need it
People who are high in self-monitoring differ from others in a number of ways. For example, they are more likely to ____.
have different sets of friends for different activities
In the "trust game," participants generally
send a substantial amount of their money to others
Which of the following is an example of a zero-sum game?
A game in which one person must lose in order for another person to win
Suppose that you are a tenth-grade teacher, with an upcoming course module on the health risks of unprotected sex. Which of the following people would probably be the best guest speaker for your course—in terms of their ability to persuade students to act responsibly and actually impact students' behavior?
A high school dropout who became pregnant and contracted an STD at the age of 16, and who now sorely regrets her irresponsible sexual behavior
Which of the following is the best example of someone soliciting information and thereby being affected by informational influence?
A man is interested in buying a pickup truck, and goes online to different truck blogs and websites to gather information. He uses this information to help guide his decision-making about what trucks to test drive.
Which of the following statements is most accurate regarding the preferences that people show for physically attractive people?
Adults, children, and even babies seem to show such preferences across a variety of circumstances.
According to social psychological research, when do people tend to be more attracted to others who are dissimilar to them than to others who are similar to them?
Almost never
Which of the following is TRUE about how waist-to-hip ratio affects judgments of attractiveness?
Men tend to prefer women with a ration of .7, but women tend to prefer men with a ratio of .9.
Which of the following individuals is most likely to make the fundamental attribution error?
Mona, a 72-year old Hawaiian woman
How does money impact self-sufficiency?
More money tends to increase one's sense of self-sufficiency
When people who are dating break up with one another, they often plan to "just be friends." What happens in reality?
Most do not remain friends. But they say this (and they often try to remain friends) because they are reluctant to break social bonds.
When it comes to judging whether or not someone is physically attractive, how much do people agree with one another?
Most people agree—especially when it comes to judging women.
Which of the following constructs is measured using items such as "I like situations that require a lot of thinking" and "I prefer my life to be filled with puzzles to solve"?
Need for cognition
Who is most likely to be persuaded by a fear-inspiring anti-AIDS message?
Nicole, a 20-year-old virgin
According to the textbook, most humans seek out social acceptance and are highly distressed by social rejection. How do they compare to nonhuman animals?
Nonhuman animals similarly seek out social acceptance and are highly distressed by social rejection.
Suppose that Frank has relatively low self-esteem, but that his friend Omar has relatively high self-esteem. And suppose that the two friends are approached by a local political group, which attempts to educate them about its causes and persuade them to sign several petitions. Given the research on self-esteem and persuasion, what should we expect?
Omar should be more open to talking with the group, but Frank should be more inclined to sign on with them.
In 2012, the Association for Psychological Science appointed a blue-ribbon panel of experts to review the latest research and draw some conclusions about online dating. Which of the following statements is NOT supported by their study?
Online dating algorithms are largely successful at paring potential mates down to one soul mate.
According o sternberg, the emotional and physical arousal a person feels for another is the ____ component of love
Passion
In one study, one group of homeowners was asked if they would put a small sign on their doors that said, "BE A SAFE DRIVER." Another group of homeowners was not asked to display this sign. Then, a few weeks later, everyone in both groups was asked if a large, poorly lettered sign stating, "DRIVE CAREFULLY," could be displayed in their yard. Most people who had received and granted the first request were quite willing to have the larger sign in their yard. In contrast, those who had not had the first request with the small sign tended to say "no" to displaying the larger sign. This study was about which of the following social influence techniques?
foot-in-the-door
Research suggests that negative campaigning in politics may be most effective as a strategy ____.
for a candidate who is far behind in the polls and willing to try anything to get ahead
____ can be defined as ceasing to feel angry toward, and ceasing to seek retribution against, someone who has wronged you.
forgivness
Social psychologists define the need to belong as the desire to ____.
form and maintain close, lasting relationships with other individuals
Most people do not seem to seek out endless numbers of friends; having _____ close friends seems to be enough
four to six
Giving praise to another person you want to like you is ____.
generally a good strategy, so long as you do not appear sincere
Research suggests that the practice of "stealing thunder" is ____.
generally very effective
Research on ingratiation has confirmed two themes of interpersonal rewards. Those two themes are ____.
giving compliments and doing favors
In lay terms, the term "conformity" refers to ____.
going along with the crowd
The management at Nargis's company tends to be fair. They treat people with respect, they do not make unrealistic demands on their employees, and they reward people appropriately. As a result, Nargis and her co-workers tend to be good "company citizens"; they help one another out and they speak respectfully of their jobs. The pattern of behavior exhibited by Nargis and her co-workers exemplifies the ____.
good soldier" syndrome
In one well-known social psychological experiment, research participants were brought into a dark room where an experimenter projected dots of light. These dots of light appeared to move slightly as they were projected—though exactly how far they moved the participants couldn't say. When asked to estimate the distance that the light traveled, participants tended to look to others in the room, and ask them what they thought. All of the participants thus ended up giving somewhat similar answers—thereby establishing ____.
group norms
Some research has examined the relative effectiveness—across collectivist and individualist cultures—of group-oriented messages (e.g., "Share this breath-freshening experience") versus individual-oriented messages (e.g., "Treat yourself to a breath-freshening experience"). This research has found that the ____.
group-oriented messages are more persuasive to people from collectivist cultures, and individual-oriented messages more persuasive to people from individualist cultures
Meg is a really attractive woman. Because of that, people often expect her to be really smart and nice, too. Meg probably benefits because of the ____ effect of her physical attractiveness.
halo
The assumption that physically attractive people possess other desirable characteristics is the known as the ____ effect.
halo
Research indicates that in societies where there is an intact rule of law, people are ____.
happier
Research has demonstrated that loneliness ____.
has the negative effect of weakening the immune system
In groupthink, members of the group
have an illusion of invulnerability
To completely satisfy the need to belong, people must ____.
have both regular social contact and ongoing relationships in which people show mutual concern for one another
According to ____, if a man wants a woman to like him more, then buying her flowers or candy can be an effective strategy.
reinforcement theory
The tendency to expect rejection from others and to be hypersensitive to rejection, is known as ____.
rejection sensitivity
Research suggests that some people are more forgiving than others. In particular, _____ tend to be especially forgiving
religious people
To avoid advertisement wear-out, one should use ____.
repetition-with-variation
A society in which people respect and follow the rules is said to have an effective ____.
rule of law
Even though there are certain codes of behavior (both legal and moral) that people are supposed to follow during wartime, it is often the case that these codes are horrifically ignored or broken (e.g., there are lootings, mass rapes, killings of babies and children, etc.). In other words, it seems as though once certain rules and laws are broken (once people are even in war), ____ can become completely unraveled very easily.
rule of law
All of the following are ways to reduce prejudice EXCEPT
scapegoating
Suppose that your friend Victor gives you a bottle of red wine for your birthday, and tells you that only 100 bottles of that wine exist in the world. Suddenly the wine seems very important and special. This would seem to be due to the so-called ____ principle.
scarcity
The so-called fast-approaching-deadline technique is a persuasive technique based upon the principle of ____.
scarcity
The so-called limited-number technique is a persuasive technique based upon the principle of ____.
scarcity
When stores have only a few items out on display—as opposed to piles of items—the merchandise appears to be more valuable. This is probably due to the so-called ____ principle.
scarcity
In general, messages that are highly image-conscious and focus on brand names tend to appeal to people who are high in ____.
self-monitoring
People who are high in ____ compartmentalize their social lives more than others.
self-monitoring
